...Daniela Corsaro; Isabella Maggioni Purpose This study aims to offer a conceptualization of sales transformation, a phenomenon that is redefining the role of salespeople and the nature of Business-to-Business (B2B) relationships while disrupting the selling logics across a variety of industries...

... Salesperson role change is individual salesperson’s affective decision and subsequent action after a cognitive appraisal of surrounding environmental changes. The role change is individual salespersons’ decision selectively made in their role change process. In the process, they either replicate or transform...

...Olga Tretyak; Lars‐Gunnar Mattsson; Asta Salmi Purpose This paper aims to discuss the important and changing role of personal networks for transformation in Russia, and the related challenges for management. Formal institutions supporting the transformation to a market economy have been weak...